Head of Sales and Partnerships

Head of Sales & Partnerships

SUMMARY:

For over a decade, PEX has been on a steady march to build and evolve solutions that help small and medium-sized organizations manage payments-related activities more efficiently, nimbly, and competitively. PEX has evolved into a robust, secure SaaS solution with a deep suite of workforce spend management capabilities, advanced card controls, real-time visibility into card usage, and improved reconciliation processes. More importantly, we are providing a better, more effective solution for thousands of organizations and hundreds of thousands of people in the workforce. We work each day to find new ways we can help our community of customers operate more efficiently.

WHO YOU ARE:

As the Head of Sales & Partnerships, reporting to the SVP Sales & Marketing, you are a strategic leader dedicated to driving PEX's sales pipeline and market expansion. You excel in creating and executing growth strategies that enhance user satisfaction with PEX’s products and services. Your role involves designing effective go-to-market plans, managing resources, and leading the sales and partnerships teams to achieve ambitious goals. You oversee both Direct Sales and the Partnership ecosystem, ensuring cohesive and effective growth. Skilled in explaining PEX’s technology, resolving client inquiries, troubleshooting issues, and suggesting additional products and services, your market research, performance tracking, and strategic planning expertise will drive growth initiatives, ensuring seamless collaboration across departments and fostering a culture of innovation and continuous improvement.

Essential Responsibilities

Sales Management and Execution

• Set and achieve ambitious growth targets aligned with the company’s overall business objectives
• Develop and implement comprehensive full-cycle sales strategies to drive new sales pipeline and grow PEX’s share of market
• Identify and prioritize key growth opportunities and markets
• Provide hands-on coaching and mentorship to the sales team, fostering a culture of continuous learning and professional development to enhance performance and drive sales growth
• Act as a player-coach by actively participating in key sales activities and initiatives, leading by example to demonstrate effective sales techniques and strategies while directly contributing to the company's growth targets
• Mentor and develop team members to build a high-performing, motivated workforce
• Lead by example, demonstrating strong leadership, strategic thinking, and a results-driven mindset
  
  

Go-to-Market (GTM) Strategy

• Design and execute effective GTM strategies for new partner and product launches
• Create effective flywheel strategy to ensure partner relationships efficiently drive new leads to sales, and incremental revenue to customer success in driving new prospects and increased revenue
• Partner with cross-functional teams to ensure cohesive and successful market approaches
• Partner with marketing to optimize product positioning, pricing, and promotional tactics to maximize market penetration
  
  

Resource Allocation and Management

• Allocate team resources effectively to support strategic initiatives
• Ensure optimal use of resources, including budget management and ROI analysis
• Implement and oversee performance metrics to track the efficiency and effectiveness of the team
  
  

Market Research and Analysis

• Conduct thorough market research to identify emerging trends, competitive landscape, and customer needs
• Utilize data-driven insights to inform strategic decision-making and growth initiatives
• Monitor and report on market and competitor activities to identify threats and opportunities
  
  

Performance Tracking and Reporting

• Establish KPIs to measure the success of growth strategies and business development efforts
• Regularly report on growth performance to senior leadership and stakeholders
• Adjust strategies and tactics based on performance data and market feedback
  
  

Collaboration and Communication

• Work closely with marketing, product development,client success and other departments to align growth initiatives
• Ensure clear and consistent communication of growth strategies and objectives across the organization
• Represent the company at industry events, conferences, and meetings to promote growth initiatives
  
  

Required Skills & Qualifications

• BA/BS degree or equivalent
• Strategic Leadership including the proven ability to develop and execute comprehensive growth strategies in a leading sales, partnerships and/or GTM expansion capacity
• Strong experience implementing sales team structure in a primarily outbound/”hunting” capacity
• Expertise in managing channel and integration partnerships. Experience with strategic alliances and referral partners is a plus
• Strong Analytical skills with the ability to identify emerging trends, ICP, ROI and the competitive landscape
• Proficiency in allocating and managing team resources resources effectively
• Experience working in ambiguous, entrepreneurial environments is a plus
• Empathy, tact, and poise under pressure. Self starter
  
  

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